Many agents either avoid talking price altogether or ask once and drop it. Top agents do something different—they follow the Three Strikes Rule. Here’s how it works:

1. Start with an Open-Ended Price Question

“I’m looking forward to our meeting later. I’ll bring some comparable sales. Just to help me prepare—roughly where do you see your property sitting in today’s market?”

This sets a professional tone and shows you’re preparing with purpose.

2. Offer a Local Range

If the seller dodges the first question, try this:

“In your street, similar properties have sold between $X and $Y—would you say yours is closer to the higher or lower end?”

This invites them into a dialogue, rather than putting them on the spot.

3. Use a Reference Property

Still unsure? Offer a direct comparison:

“Did you see the home that sold recently at [address]? How does your home compare to that—better, similar, or different?”

By using three different angles to discuss pricing—not repeating the same question—you maintain professionalism while gently guiding the conversation.

Why This Works: Key Benefits for Agents and Team Leaders

  • Establishes You as a Proactive Professional: You’re not showing up unprepared—you’re gathering insights to bring maximum value.
  • Builds Rapport and Trust: Sellers appreciate agents who are confident and consultative.
  • Creates Price Alignment Early: Avoid awkward surprises at the appointment by setting realistic expectations upfront.
  • Improves CMA Accuracy: With early price indicators, you can fine-tune your market analysis for the meeting.

For business leaders and sales managers, this is the kind of training and mindset shift that can level up your entire team’s performance.

Want More Strategies Like This?

If you’re serious about growing your business, building a world-class team, and mastering the business side of real estate, you can’t afford to miss The Business of Real Estate. Held this September, this industry-leading event brings together the best minds in real estate leadership, strategy, and innovation.

Whether you’re an agent on the rise, a high-performing BDM, or a principal building a powerhouse agency, this is the place to sharpen your skills and connect with game-changers.

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